CSO Insights is the independent research arm within Miller Heiman GroupTM, dedicated to improving the performance and productivity of complex B2B sales. The CSO Insights team of respected analysts provides sales leaders with the research, data, expertise, and best practices required to build sustainable strategies for sales performance improvement. CSO Insights’ annual sales effectiveness studies, along with its benchmarking capabilities, are industry standards for sales leaders seeking operational and behavioral insights into how to improve their sales performance and to gain holistic assessments of their selling and sales management efficacy. Annual research studies address sales and service best practices, sales enablement and sales performance optimization.
You won’t find another research team with the multidimensional talent and years of relevant experience of this one. Each member is a pioneer in sales performance effectiveness research. As the research arm of Miller Heiman Group’s global family of companies, we make the most of combining our team’s specialties with the cross-functional capabilities of the larger organization.
Seleste Lunsford has consulted with sales and service organizations for more than 20 years, helping them acquire, grow and retain client relationships. As Chief Research Officer of CSO Insights, Seleste helps guide our research focus areas and define our market deliverables. An experienced business leader, Seleste has led a range of product development, professional services and operations functions. She co-authored two books: Secrets of Top Performing Salespeople (2003 McGraw Hill) and Strategies that Win Sales (2005 Dearborn Publishing). She’s also written articles on sustaining sales effectiveness found in Selling Power, Entrepreneur, Chief Learning Officer and PharmaVoice, as well as at DestinationCRM.com and HR.com. She’s proud to have supported some of the world’s most recognized companies, including AAA, Alliance Bernstein, American Express, Arrow Electronics, Citibank, Convergys, U.S. Department of Defense, Office Depot, Traveler’s Insurance, Verizon Wireless and many of the world’s largest big box retailers.
Tamara’s expertise as an analyst for CSO Insights is based on more than 20 years of experience in sales, service and delivery in different roles and industries. Before joining our team, she was responsible for T-Systems’ global sales force enablement and transformation team. Tamara’s special focus is establishing frameworks and collaboration models that help sales and sales enablement leaders to navigate sales complexity. She also helps that audience master the transformation from product selling to creating business value for customers. She’s a recognized blogger, speaker and thought leader in the global sales and enablement community and is a regular contributor to TopSalesWorld.
Yuri’s focus within our analyst team is on Sales Operations & Sales Technologies. She has over 18 years of Sales, Sales Operations and Marketing Operations experience, including 6 years as a Senior Sales Operations Executive. She has extensive experience at both large enterprises and start-ups, including 16 years at Symantec and Veritas Technologies, as well as 2 years at smaller companies including Docutech and Vidyard. Her deep expertise covers Go-To-Market planning, sales process definition, sales productivity tool selection and implementation, pipeline and forecast management, sales compensation, and sales enablement. She is also very passionate about coaching and change/project management –knowing first-hand what it takes to transform a sales organization.
East has a tenured history in the sales performance space, having served in various roles for CSO Insights, Miller Heiman Group, and AchieveGlobal. In her current role as Director of Studies, East oversees the production and promotion of the CSO Insights research valued by many sales teams around the world. East has contributed to numerous successful initiatives related to sales performance, including strategic planning, research development, product launches, and market positioning.
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